Market Overview and Growth
The independent pharmacy market in Mexico has experienced a 12.8% growth in sales, reaching 59,000 million pesos from January to May 2025 compared to the same period in 2024. However, this growth is challenged by strong competition from large pharmacy chains.
Expert Insights
Sidney Castañeda, a founding partner of Datia, a data provider for the traditional pharmaceutical sector in Mexico, highlights that while the market is robust and growing at double-digit rates in terms of sales, it faces risks due to competition from large pharmacy chains.
Recommendations for Independent Pharmacies
Castañeda suggests that independent pharmacies need a “deep transformation” to remain competitive. Key areas for improvement include professionalizing operations, digitalizing and systematizing processes, achieving competitive pricing, and training staff to meet new market demands.
- Professionalization: The traditional business model has reached its limit for competing and thriving. It needs to evolve, supported by two pillars: systematization and professionalization.
- Technology Integration: Intelligent technology adoption is crucial for automating inventories, optimizing purchases, and managing the business with the same efficiency as large chains.
- Pricing Strategy: Large chains have greater negotiation power, making it difficult for independent pharmacies to secure competitive prices through bulk purchases.
- Product Diversification: Combining generic and patent medications with perfumery and healthcare products can enhance profitability and competitiveness.
- Data Visibility: Independent pharmacies are often “black boxes” for laboratories, as decision-making in marketing and sales is frequently done without real sales data.
- Pharmacist Role Expansion: Pharmacists should evolve beyond counter service to become trusted health educators and advisors on patient treatment adherence.
Market Landscape
Castañeda estimates that approximately 30,000 independent pharmacies operate in Mexico, typically family-owned businesses with one or more branches that have grown over generations.
- Location: These pharmacies are spread across urban and rural areas, with less intense competition from large chains.
- Concentration: Most are located in states like Michoacán, Guanajuato, Guerrero, Veracruz, Morelos, Estado de México, Aguascalientes, and San Luis Potosí.
The most popular product category is anti-inflammatory and pain medications, such as ibuprofen, paracetamol, and diclofenac. Additionally, there is a trend towards valuing product quality over volume, with consumers purchasing both generic and patent medications.
